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World Class Sales and Operations Planning by Donald Sheldon

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BUSINESS PLANNING BEHIND THE S&OP PROCESS

An S&OP process without direction is a flawed top-management planning process. The business planning structure, at the top of the ERP business model, establishes this direction in high-performance firms. The S&OP management system is essentially the infrastructure to help ensure proper process within the ERP business model—making sure top management’s vision is executed. Strategic planning, while not part of the S&OP, is a major component of the business plan and a prerequisite to high-performance sales and operations planning.

The ERP business model begins with the top-management vision. In high-performance ...

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